Description: Quickly identifying those inbound leads and opportunities who are your IDEAL CLIENT PROFILE, is the key to honing-in on and getting in front of the decision makers who are ready for solutions and interested in buying NOW (or soon). Honing this craft is a crucial component in creating an efficient lead weeding system that will increase your closed sales percentage per inquiry. Not doing so can cost you 20-30% of your billable time per year. That’s a LOT of $$ down the drain. The tire kickers will come. They always do. This can be very expensive to “not know how to handle” with scripts and systems in place for your business. They wander through the home shows every year, picking up free pens and candy (you know the type). Knowing how to “sniff out the freebie hunters” in 5 minutes or less, is critical. Getting rid of them quickly yet politely, so you A) keep your reputation and the relationship for future referrals, and B) keep the door open for a serious buyer at a later date, is also part science and part art form. Managing expectations is such an important part of being the project manager, and that starts on day one of your interactions with potential customers. When you know your craft, your industry, and have extensive past project experience, you can speak with confidence. You can explain something honestly, openly, and transparently in your initial meeting/s prior to getting under contract. You can give a serious buyer some past client references to check. You can tell them about scope, time, and money truths. If they don’t believe you, that’s okay. You don’t have time to educate for free more than once. They’ll learn you were right, on their own, and come back when they’re ready to accept your wisdom & input.
You will LEARN:
- How to create SOPs (scripts & systems) to get in front of the RIGHT CLIENTS so you can Close More Sales.
- How to sniff out and weed out the tire-kickers & freebie-seekers, while not damaging a future client relationship.
- How to Manage Expectations, from day one, with your potential clients. They will be back when they’re ready.